3. Referral |
|
Entertainment/Business | “Chef Bobby Flay’s producer, Mrs. Diana Goldfinger*, was |
| so impressed with the features of our IR that she |
| suggested setting up a meeting with you in order to |
| discuss how this technology could also benefit you and |
| your clients” |
| *fictional name |
Personal | “Mr. Jolly was so excited with our IR that he insisted that |
| I, personally, give you a call and invite you over for a |
| personal review of our latest, most technologically |
| advanced unit” |
Personal | “The Jones’ recently purchased our IR and suggested that |
| I call you to let you know that if you want to be on the |
| “in” you must purchase one of these fabulous units” |
4. Question |
|
Need | “Are you looking for a new unit based on necessity or just |
| want to replace an older one?” |
Family | “Do you have many members of the family who use the |
| kitchen for uses other than just eating?” |
Facility | “Are you looking for integration in order to incorporate |
| technology without sacrificing counter space?” |
Function | “Is there a specific feature that you are looking for in the |
| new unit?” |
5. Survey |
|
Family | “May I ask you a few questions about the functionality of |
| your kitchen as it pertains to family and friends?”` |
Generic | “If you don’t mind, I would like to ask you a few |
| questions about your daily household activities in order |
| for me to get a better idea of what your needs are?” |
Personal | “I am going to ask you a few questions about you and |
| your family in order to assess how this unit will better |
| serve you and your needs, if you don’t mind” |
13
